PERSONAL SELLING

1
PERSONAL SELLING

• Nobody dare blame this man, for Willie was a
  salesman
• Death of a Salesman

2
DESIGNING THE SALES FORCE

• OBJECTIVES
• PROSPECTING
• TARGETING
• COMMUNICATING
• SELLING
• SERVICING
• INFORMATION GATHERING
• ALLOCATING

3
DESIGNING

• STRATEGY--Calling on the right customers at the
  right time in the right way!
• STRUCTURE--
• TERRITORY
• SIZE
• SHAPE
• PRODUCT
• MARKET
• COMPLEX

4
DESIGNING

• SIZE
• COMPENSATION
• FIXED AMOUNT
• VARIABLE AMOUNT
• EXPENSE ALLOWANCES
• BENEFITS

5
MANAGING THE SALES FORCE

• RECRUITING SELECTING
• TRAINING
• SUPERVISING
• NORMS
• CUSTOMERS
• PROSPECTS
• MANAGING TIME EFFECTIVELY

6
MANAGING

• MOTIVATION
• SALES QUOTAS
• SUPPLEMENTARY
• EVALUATION
• SOURCES OF INFO
• FORMAL
• CURRENT-TO-PAST
• CUSTOMER SATISFACTION EVALUATION
• QUANTATIVE EVALUATIONS

7
PRINCIPLES OF PS

• PROSPECTING
• PREAPPROACH
• APPROACHPRESENTATION
• OVERCOMING OBJECTIONS
• CLOSING
• FOLLOW-UP MAINTENANCE

8
RELATIONSHIP MARKETING

• DEFINITION-Developing and managing long-term,
  trusting relationships with customers.
• STEPS
• IDENTIFY KEY CUSTOMERS
• ASSIGN A SKILLED MANAGER
• DEVELOP A CLEAR JOB DESCRIPTION FOR MANAGERS
• APPOINT AN OVERALL MANAGER
• DEVELOP LONG-TERM ANNUAL PLANS